I recently stumbled across a post in one of the Linked I forums where a young lady was asking for help. She said “I have a BS in Accounting & an MBA in Finance and I’ve applied for over 1500 jobs and nobody will hire me”. Would you like to know what I told her? Stop applying for jobs. Period. You might be saying “that’s harsh” but it really isn’t. Everyone else is doing the same thing and nobody is getting the desired results (or at the least very few people are). There were tons of other constructive feedback but I felt none of them really dug into the heart of the matter.

Her mentioning that she has her degrees tells me absolutely nothing about what she has accomplished other than she was determined and smart enough to make it through school. People tend to throw around degrees and acronyms like they really hold a lot of weight in the recruiting world. Newsflash, they really don’t (unless of course you’re a doctor). You have to be sure to let people know what you’ve done, what your expertise is (and what makes you that expert) and how you’ve impacted your previous employers. On paper, anyone can look the part. But if I interview you and I can’t determine what you’ve actually contributed or done for your past employers, I consider it a wasted conversation. I’m not being facetious, I’m coming from the perspective of a Recruiter.

So like I said to the young lady with the dilemma, you have to stop applying for jobs. It fascinates me that people don’t stop to think that there are hundreds of other people just like them applying for the same jobs. What makes you so special? That is the million dollar question and trust me, if you want to stand out you better be prepared to answer it. In the mean time, there are things you can do to make sure you increase your odds of finding a job or creating an opportunity. It’s not enough to apply, you have to work at finding a job.

Tired of not getting interviews? Well take your skills and strike out as a consultant or start your own business. I wouldn’t try to do something that takes you out of your skill set. When a recruiter scans your resume or profile and they see you moved out of your skill set, a red flag goes up. You may have had honorable intentions or may be filling the time to bring in a check until that ideal job comes. But remember, you are one of hundreds applying. Your resume has 30 seconds to wow a recruiter. Don’t sabotage your chances. Now I don’t say this to discourage you. I know in these tough economic times, everyone needs to bring in a paycheck. But be careful about what you choose. You want to stay as organic to your strengths as possible.

Next, boost your networking. Don’t just be connected to people, communicate with them. Get involved. Make yourself known. But make sure you are building a list of ‘must know’ people and not just connecting with anyone for the sake of connecting. Sounds harsh but if you’re hanging out with customer service reps and you should be hanging around finance professionals, it’s time to make a change. True anyone can be a great networking source, but you have to be laser focused when you’re looking for a job. You have read me say time and time again to get out and build networks and relationships. You can’t just turn to people when you need work. Cultivate those relationships so that when you are in need, people are more receptive and empathetic to you.

Get out and get known online and offline. Do something to showcase your expertise (podcasts, blogs, guest articles, etc). Recruiters are looking at those things more than you know. Social media is very powerful and it levels the playing field. Building your professional brand is key. Show them what you’ve got and don’t be shy about it. You want recruiters coming to you, not to chase after jobs and recruiters.

Create a job opportunity. Research companies you want to work with and identify sore points that they are dealing with where you know you could be the solution. Speak to the hiring manager, department manager, etc (not HR) and ask to meet with them to network. During the conversation mention their problem and ask for clarification on what ails them. Then offer some (generic) solutions by giving them the what and the why (but not the how…that’s how you come into play). If they seem interested in hearing more, ask for an interview.

I have a feeling many of you are going to job boards and applying for everything you are interested in. I’ll let you in on a recruiter secret that’s probably going to get me kicked out of the circle. Those are usually ads to pipeline candidates. Some (not all, but some) companies have no intention of filling the jobs, only building a database. So if you choose to apply, find out who you need to get in front of that matters and go through them first to let them know you’re interested. Then apply online per protocol. You must approach online job ads as if there is a potential that it is solely for pipelining. Make sure you back that application up with some roll up your sleeves, investigative work to connect with the true hiring manager. Express your interest in the position, let them know you’ve applied per protocol and make sure it gets to the right people. You just never know in this day of technology and applicant tracking so it’s up to YOU to do the due diligence if you really want the job.

If you’re getting interviews but no offers, ask someone to do mock interviews with you so you can identify the problem(s) and correct where necessary. Don’t be afraid to connect with agency recruiters who specialize in your field. I forgot to mention if you are applying online the hiring manager will not see that application in most cases. The recruiter will be screening out and most times will not send the cover letter. You still need to include one, but don’t assume they will see it. That’s why I suggested finding out who the hiring manager or department head is and contact them directly.

And what’s coming up when you Google yourself? Make sure you’re building a strong professional brand for yourself. You want to be sure nothing negative is coming up. You don’t want NOTHING coming up about you so make sure to document your professional achievements and expertise online. Make it easy for recruiters to find you. If you want a job you have to go above and beyond the norm. Tactics of yesterday won’t work today. Make sure you are giving yourself every advantage to land that job you want.

Til next time.
Adrienne Graham

Stay tuned for the release of my new book “Get Recruited: Secrets from a Top Recruiter to Use Unconventional Tactics to Get Noticed in an Inconvenient Economy“

OK, so everyone knows how gaga I am over social media and the act of social networking. It is a key component to my overall networking (and marketing) strategy. Being able to connect with more people in more places across the globe has allowed me to stay up on industry trends, challenge my opinions on certain issues, and educate myself (yes, you can be educated through social networking…who knew!?). I often like to tell people I’ve been social networking since before it had a name! I’ve been using social media since the primitive days (and before that too had a name). As an early adopter I’ve had the distinct advantage on many occasions to get the pure essence of many sites and tools before they became overrun by the masses. Back when people were leery yet excited about the potential of a new site and the opportunity to connect with some great people. The one thing that always sticks in my ass these days is the way people and businesses take a site or tool and “commonize” it (is that even a word?) for all purpose marketing and dare I say harassment. Social networking sites have become a way for people to tout how many “friends” or followers they have. It has become a sport and even worse, bombarded by marketing messages.

Coming from a recruiting background, I am all about the relationship. I’ve never been big on growing numbers for the privilege of boasting how popular I am. Call me crazy, but that’s never been my thing. I’m into organic growth and real relationships. Granted, I don’t know each and every person who follows or connects with me. But I am trying to make meaningful connections and get to know those people who find me interesting enough to follow and connect with. I’ve put my own quest to connect on hiatus because people are tired of getting invitations to connect. I can’t blame them. I get tired of trying to figure out the motives of those who try to connect. Are they genuinely interested in getting to know me? Do they want to connect and learn more about my expertise and possibly learn from me? Or do they just see someone who’s numbers are growing or who’s been on panels and in articles and want to connect to get a piece of that? Who knows these days. Especially when you get email after email saying “Hi I’d like to add you to my professional network on Linked In” without so much as a hint how they found you or why they want to connect. Well I say enough.

This week I decided I had enough and launched a new social networking project- Operation Social Outreach. No, it’s not an official name or or website or anything, I just like the sound of it. I don’t know about you, but I am so tired of connecting with people or accepting invitations to connect only to receive an automated response telling me to click a link, download a “gift” or check out a website. Or still getting those generic Linked In invites. People just don’t feel they need to take the time to introduce themselves. Would they come up to you at a conference and say “hey connect with me”? No, they wouldn’t. They would introduce themselves properly. So why don’t they feel the need to do it online? They wouldn’t walk up to you and say “you want to learn more about me, check out my website”. No, they would tell you a little about themselves. What the hell happened to common etiquette? A simple “thanks for connecting, tell me about yourself” or “thanks for the add, let’s connect via phone to get to know one another” goes a long way in building a relationship. So why aren’t people doing it? Well I have a couple of theories, but let me stick to three of my favorites.

Celebrities & so called Internet Celebrities have taken over.

Yes, you read me right. Every time something big gets going for the common folks, celebrities come on board. Now I’m not saying they aren’t entitled. But they take social networking to another level. They set up accounts, gain tons of followers, then sit back and engage only with people they know personally. So they’ll have a couple of thousand (or in some cases millions) of followers and communicate with about 10. Well if you know them already, use the damn phone! A smart celebrity or public figure would tap into the power of social media to ENGAGE their public and build (or strengthen) their brand. As someone who is becoming more in the public eye, I use social networking as a means to engage in conversations, find out what my public wants to talk about, and educate by sharing my knowledge. I pay attention to what people say and want. And most importantly, I do my own communicating. Some of these celebrities hire people to communicate for them. Where’s the authenticity? And do I even need to talk about the Internet Celebrities?

Internet Marketers & “Gurus” told people it’s OK to blast their business services/products because it’s free or cheap and EVERYBODY is on it.

OK maybe it’s unfair to paint Internet Marketers with one broad stroke. But it seems like many of them are reading from the same manual when it comes to social media. There is nothing worse than being bombarded by marketing messages, especially when it’s intrusive. I like to get to know about people, not their products or services, when I connect. Ease me into it. People buy from people they know and trust. If I just connect with you on Monday, what makes you think I’m going to buy from you on Tuesday? By immediately bombarding me with sales pitches and marketing messages, you’re showing me that I’m a lead, not someone you want to connect with. How do you expect me to take you seriously? So many of these people are so caught up on making a sale, they forget about the SOCIAL aspect of social networking. And besides, don’t you know that after a while, all of those messages all look alike. If you’re going to follow the Internet Marketing “Gurus” at least change up your style! A lot of those websites look exactly the same. Here’s a tip for you. If you even think I’m your “target market” get to know me and what my touch points are. Take the time to interact with me and learn how to work with me. I care more about relationships than I do making purchases.

People just don’t care. They’re joining because everyone else is doing it.

I’ve seen this in the recruiting world a lot. A site will pop up and a few early adopters will try it out. Then someone like clockwork will write a book or post or teach a class that positions them as the “expert” of this site. Then everyone and their momma will go running to the site because it’s the in thing to do. I find Facebook to be the latest victim of this. In the beginning, people avoided Facebook. They dismissed it as being something kids used. But somewhere along the line, business crossed over into the personal and we got what we have today. It’s talked about on television shows, mentioned in magazine articles, it’s even part of every day life in movies. So now everyone is on it. Some people don’t even know why they are on. Whatever the reason, people are using it to avoid having to network in real life or because everyone else is doing it. In my opinion, this cheapens the experience and goes against the intentions of networking.

Networking, especially online networking, is about relationship building. It’s not about selling or popularity contests or number padding. It’s about finding people who add value to your life in some way. It’s not supposed to be about egotistical, selfish motives. It’s supposed to be about engagement. If you’re not communicating or opening yourself up to connecting with people, then why are you wasting time and bandwidth? It’s not supposed to be about You. Networking is a team sport. If you’re not ready to embrace that, perhaps it’s not for you. So I’m calling out the fakes. Don’t waste people’s time. We don’t care about your self serving purposes. It’s all about making real connections.

After I sent my newsletter out this week, I received lots of email about the article I wrote for the newsletter. Everyone thanked me for touching on the things people often don’t say when speaking about networking etiquette. So I thought I’d share it here. Enjoy!

4 Surefire Ways to Damage Your Networking Relationships (and What You Can Do to Save Them)

Now you know I’m all about positivity. I don’t allow any negativity in my sphere. But every now and again, people will do things that make me have to address it. I have said on many occasions that networking is a team sport. While I want everyone to be themselves and “keep it real”, there is a time and a place for everything. And for somethings, there is NO time and place. Below are the top four networking pet peeves of mine. I share them not to complain, but to educate. Please stop and think about each of these and determine if you fit the mold. If you do, STOP IT immediately.

Whining and using the guilt card. I’m not going to get into the details but suffice it to say this was used on me recently. The quickest way to lose a connection with someone is to play the guilt card under the pretense of clearing your heart. Instead of going down that slippery road, if there was an incident that bothered or worried you, reach out to that person via phone or face to face (not email) and express your concerns. It may be just a simple error, or they may genuinely not know that they’ve hurt or slighted you. Life is too short to hold grudges. We’re all adults and should act accordingly. So next time you feel slighted, reach out to the person via phone or face to face to get clarity. You’ll be surprised how much time, aggravation and relationships you end up saving.

Asking for favors when you’ve never engaged with the person. This one really gets me. You connect with someone and a few months or years go by and you don’t hear from them. They don’t reach out to you, you don’t reach out to them. Then one day out the blue, this person reaches out to you and asks for your help. What the…. Listen, just because you’re connected on a social networking site or perhaps were introduced at an event and exchanged cards, unless you’ve cultivated that relationship in some way, you are never ever entitled to ask for favors. You can solve this by taking the time to connect with people. You don’t have to send weekly email or call every day. But every quarter, make it a point to reach out. Send a news article that made you think of them. Send them an update to let them know how you’re doing and ask for an update in return. Recommend a book or event to them. Just keep the lines of communication going. That way when you do need a favor, they will know who you are and might be willing to help you out.

Giving out contact information without clearing it first. Yes, people do that. Just because you have a networking relationship with someone doesn’t mean you have the type of relationship where you can arbitrarily give out contact information. They may want people to reach out in a certain way (ie: phone, email, etc). Or they may prefer to screen the type of people they will connect with. Unless you have a personal relationship that goes beyond networking, and you know what their preferences are, don’t blindly give out contact information without asking first. Always ask first. Also you can ask them in advance how they prefer introductions. You’ll go a long way in preserving your relationships.

Ignoring the very people you’re supposed to be connecting with. LOL, Yes,people do that too! Listen, you already know how I feel about connecting on social networks for the sake of high numbers. If you’re serious about networking with people and building relationships, please make the effort. If you’re invited to coffee, accept the invitation or come up with an alternate date and time. Don’t just blow them off. You NEVER know what blessings and opportunities you might be missing by blowing them off. They may be the key to or know someone who is the key to the very thing that you need. Don’t just rely on them reaching out to you. I don’t care how busy you are, reach out every so often.

Networking and relationship building is a mutual responsibility. Make sure you’re not doing anything to damage your relationships.

Well we come down to the last month of the year. 2009 was a hell of a year for a lot of people. Some people lost jobs, some lost businesses, some even lost homes. We ushered in a great new beginning with the swearing in of our new President Barack Obama in January and many people thought he was going to be the answer to everyone’s prayers. But as with all incoming presidents who inherit a big mess, he was hit hard by reality…WE were all hit by reality. All of the damage done will take years, decades to repair. So a lot of people will be grateful that 2009 is coming to a close.

Well, as bad as it all seems, I choose to focus on the positive. I too have had some extremely difficult times this year. But I look at everything as a learning experience that prepares me to survive the tough times. As many of you know, I’m launching Fearless Woman Magazine and an Internet TV station in January. I’m also launching Empower Me Institute as well. Regardless of how this economy is I am plugging ahead to make these launches successful. See, now is the time a lot of people would run and hide from the big bad economy. But as I told my audience on my teleconference the other week, it’s times like these that successful businesses are launched. Some of our greats (Proctor & Gamble, Sears, etc) have been launched during down economies.

See, this is not the time to run and hide. So you lost your job. Are you going to sit around and feel sorry for yourself, or worse, hold on to anger for a company that made a supposed business decision that was nothing personal? Are you diversifying your skills? A common mistake people tend to make is believe that they are so specialized they can’t be replaced. Guess what…NOT! Everyone is replaceable. I don’t care how skilled you are. No man or woman is immune. The best defense to coping with this situation is to diversify. Add new skills that are transferable and in demand now. I’m not saying go out and get a whole new degree. But you can get the skills you need to make you more marketable. Now is not the time to be complacent, afraid or paralyzed in your old ways. Things change, people change, situations change. You have to be prepared to change and flow with change.

So instead of waiting out the month of December hoping for better times in 2010, use this time to reflect. Decide what you want to accomplish and start laying the groundwork for it NOW. December should be a month of preparation. I know it may seem like the easiest thing to do may be to just sit and wait it out. Inaction is very detrimental. Don’t give up now. You’ve made it this far. Think of December as the testing ground. And in January, come out swinging.

People with a strong circle of influence are the most successful. Surrounding yourself with the RIGHT people at the RIGHT time is crucial to professional success! Do you need to amp up your networking strategy?

Networking is usually thought of in one of two situations: when you lose a job and badly need an introduction to power their job search campaign or when you start a business and want to get quick sales. Either way, these are the absolute wrong times to “start” networking. Networking is an ongoing relationship building process that should be cultivated long before you need help. Many women (and men) are afraid to network because they don’t know how, they feel the people they meet won’t benefit them or they simply don’t make the time. The Fearless Networking Boot Camp is designed for the upwardly mobile professional who wants to increase their professional capital and position themselves as a Power Networker.

During this 3 day intensive boot camp you will:

Learn the basics of developing, building, and maintaining a network of professionals that will enhance your job search and professional development.
Reach the correct type of people to network with.
Learn how to speak to anyone, anywhere at any time.
Grow your reputation & industry influence.
Increase your confidence & let go of FEAR.
Build real, solid, substantive relationships.
Showcase your expertise/brand yourself as a subject matter expert.
Choose events, organizations and strategies that align with your goals.
Set an agenda and clarify your goals.
Maximizing social networking while not losing your effectiveness in traditional networking.

Boot Camps are intense three day sessions where attendees not only learn the theory of networking, but also the practical application. Exercises, assignments and partners are assigned to each attendee to practice the material presented in the boot camp. Each participant will receive the Fearless Networking Workbook, a copy of Go Ahead, Talk to Strangers and the required handouts as part of their registration.

Are you ready to transform the way you network? Join my Boot Camp today. Contact me for more information on upcoming boot camps.

Networking Boot Camp- Live Online

9/9 – 9/11/09 6:30 PM – 9 PM EST

Register today. Seats are first come first serve. Must have internet access and phone access to participate.

Social networking shouldn’t be your sole source of networking. You must use it as PART of a bigger strategy. Didn’t know that? Maybe you should register for my BOOT CAMP. Your Networking strategy should include SMART social networking, self branding (keeping a consistent message across all social media and traditional networking avenues), making connections (phone AND face to face) and FOLLOW THROUGH. You have to follow through. Otherwise how will people remember you?

Remember, social networking sites are just TOOLS. They are technological means to facilitate the connections quicker. Don’t rely on them as a crutch in building your network. You still have to put in time to cultivate and build relationships- and that requires a personalized touch. Not sure how? Ask for help, attend the BOOT CAMP or get a networking coach! http://www.empowermeseminars.com Or, you can simply buy the book.

If networking just doesn’t seem to work for you or benefit you, you have to step back and ask yourself a few questions:

If you’ve joined groups or networks, do you participate?

Have you initiated contact with members?

Do you share your expertise & knowledge?

Do you attend any events hosted by the groups or networks?

Do you reach out to people before you actually need something just to say hello or keep a connection going?

If the answer is “no” then yes, you’re doing it wrong. Networks only work to your benefit when you put in time and effort to make them work. Don’t sit on your butt waiting for results to fall at your feet. You’ve got to give to get. I’ve seen many people approach networking, especially online/social networking in a “build it and they will come” manner. That doesn’t work, and in fact it only leads to failure.

Networking is about relationship building and trust. People like to help or do business with people they know. I’m more inclined to refer someone if I know about them and have communicated. I will not go out of my way for a complete stranger. Posting articles in a forum is not the same as getting to know people or rather showing people who you are. There has to be dialog. I can read all the article in Fortune Magazine, and think they are wonderfully written and thought provoking. It doesn’t mean I’m going to run out and do business with writers.

Once you decide to network, you have to follow it through. Make yourself available and approachable. Position yourself so people want to seek you out. By the same token, reach out to people as individuals. Establish that rapport and continue cultivating it. Share your knowledge, but openly seek the knowledge of others too. It has to be a two way dialog in order for it to work and be successful.